Business Development, Director

Business Development Director

Introduction to the Team

Expedia Group B2B connects partners across the travel industry to our technology, supply, and services, helping them deliver seamless travel experiences to their customers. From airlines and hotels to financial institutions and travel platforms, we power smarter, faster, and more impactful travel solutions through one of the most connected marketplaces in the world.

This role sits within Expedia Group's B2B division and is responsible for winning new business, growing strategic accounts, and leading complex commercial opportunities across local, regional, or global markets. You will partner with customers and cross-functional teams to shape market strategy, develop tailored solutions, and drive revenue growth through consultative selling, negotiation, and long-term planning.

In this role, you will drive high-value commercial outcomes by building a strong pipeline, leading complex negotiations, and identifying opportunities to expand Expedia Group's impact with strategic customers. You will use market insight, analytical rigor, and commercial judgment to create sustainable growth and deliver value for customers and the business.

In this role, you will:

• Acquire new enterprise white-label and API partnerships, with a focus on airlines, cruise lines, suppliers, and other high-value prospects

• Build and manage a pipeline of complex opportunities to achieve annual revenue, profit, and launch goals

• Lead end-to-end deal execution, including prospecting, solution development, pricing, negotiation, contracting, and closing

• Partner with legal and internal stakeholders to shape contract terms, resolve complex business issues, and support customer-specific solutions

• Develop account and territory plans based on traveler needs, market trends, and competitive insights

• Build strong relationships with senior decision-makers and develop a deep understanding of customer strategies, offerings, goals, and challenges

• Present compelling proposals and business cases that influence internal leaders and external partners

• Use financial and market analysis to evaluate opportunities, prioritize investments, and drive profitable growth

• Mentor peers and lead cross-functional collaboration in a matrixed environment

• Maintain strong knowledge of Expedia Group products, partner economics, and competitor offerings

Experience and qualifications:

• Bachelor's or master's degree in business, hospitality, technology, or a related field, or equivalent professional experience

• 8+ years of relevant experience with a bachelor's degree, or 6+ years with a master's degree, in sales, business development, strategic account management, or partner-facing commercial roles

• Proven success negotiating, contracting, and launching API or white-label partnerships end to end while exceeding annual financial targets

• Strong communication skills with the ability to influence senior stakeholders and build credibility with decision-makers

• Deep experience in consultative sales, complex negotiations, multi-year agreements, and strategic account planning

• Strong analytical and commercial judgment, with the ability to build business cases and identify sustainable growth opportunities

• Self-starter who can simplify complexity, work independently, and deliver results

• Growth mindset with a track record of seeking and applying feedback

• Experience working with airlines, cruise lines, hotel chains, or similar travel partners a plus

• Fluent in English; Portuguese and/or Spanish are a plus where relevant to the market